Sr. Director, US Sales Incentive Compensation

AstraZeneca · Boston

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The Sr. Director, US Sales Incentive Compensation will play a critical role in driving the success of the US Sales and overall Commercial organization through the provision of strategic direction and by leading the planning, design and execution of effective Incentive Compensation (IC) plans and policies while leading a senior team of Incentive Compensation professionals. 

This individual will be a highly visible and hands-on commercial leader who must be an exceptionally strong collaborator who is able to work within a cross-functional team environment and at all levels within the organization to lead, influence and deliver meaningful results for our patients.  S/he must be flexible, self-motivated, and detail-oriented.

This leader will partner closely with senior Business Unit and Sales leadership, Finance, Human Resources, Legal and Compliance for all operational aspects of our sales incentive processes.

This position is based in Boston.

You will be responsible for:

• Consistently demonstrating a strong executive presence while providing senior leadership and the Incentive Compensation Governance Committee with deep subject matter expertise, ongoing thought leadership, and expert analysis and insight leading to innovative recommendations for shaping and executing the company’s incentive compensation strategy and driving commercial results.
• Developing a long-term vision of the US Incentive Compensation needs for Alexion, anticipating the impact of business trends and competitive entries,  and preparing to accommodate business changes while meeting the overall goals of the organization.
• Integrating complex business factors to build internal capabilities and drive business change efforts, leveraging competitive market analysis and benchmarking to influence the company’s incentive compensation practices and ensure they remain competitive and aligned with industry standards, and application of technology solutions that will contribute to greater IC efficiency and effectiveness.
• Building support and strong internal relationships with other key senior management personnel while partnering with key stakeholders, including Business Unit Leadership, Sales Leadership, Brand Leadership, Finance, Legal, Compliance and HR, to ensure the effective development and execution of incentive compensation programs that motivate the Sales organization to achieve results
• Recruiting, leading, mentoring, and developing a growing team of IC professionals across geographies and levels, fostering a collaborative and high-performance culture to enable the design, implementation, administration and evaluation of incentive compensation programs, policies, practices and procedures ensuring alignment with the company’s strategic goals and compliance with all legal and regulatory requirements while driving results for the organization.
• Owning the growth and evolution of the IC function including:
  • Designing organizational structure, scope of responsibilities and focus
  • Translating over-arching business goals into specific objectives for team members
  • Ensuring growth opportunities and 1-1 coaching and development of IC team members
  • Managing team member performance and the quality of all outputs
  • Fostering Alexion’s culture within the team and demonstrating our core values
• Leading the end to end Incentive Compensation process including IC plan philosophy, design of bespoke IC Plan options that reflect unique and complex market dynamics, goal setting, modelling, plan administration, IC plan performance health checks and monitoring, reporting, communication, awards/contests, data integrity and accuracy, compliance and IC governance.
• Ensuring timely and accurate monthly accruals for IC expenses.

You will need to have:

• Excellent analytical, problem-solving, and decision making skills, with the ability to synthesize complex data and communicate it in a clear, actionable manner to engage and influence senior leadership.
• High level of attention to detail paired with the ability to effectively assess and diagnose business needs and develop impactful solutions while responding to rapidly changing demands, priorities, and business needs in a high-pressure environment.
• Ability to quickly establish relationships of trust and credibility with internal stakeholder-partners and to be seen as a partner to the business with deep expertise in Incentive Compensation
• In-depth strategic thinking and creative problem-solving skills
• Deep understanding of sales processes, methodologies, and best practices
• Bachelor’s degree required in a relevant field
• 10+ years of commercial experience in the pharmaceutical industry, including functional areas such as sales and sales management, sales operations and at least 5 years of sales incentive compensation experience including incentive compensation plan design and administration
• A passion for people leadership and development with a track record of success
• Extensive knowledge of sales incentive theory and practical application in the pharmaceutical industry, including best practices
• Experience with IC plan design across all stages of product lifecycle (e.g., launch vs mature brands)
• Demonstrated ability to effectively prioritize and manage multiple projects simultaneously
• The duties of this role are generally conducted in an office environment. As is typical of an office-based role, employees must be able, with or without an accommodation to: use a computer; engage in communications via phone, video, and electronic messaging; engage in problem solving and non-linear thought, analysis, and dialogue; collaborate with others; maintain general availability during standard business hours.

We would prefer for you to have:

• Experience in Rare or Ultra-Rare therapeutic areas
• Master’s degree in Business or related field

Date Posted

Closing Date

Our mission is to build an inclusive environment where equal employment opportunities are available to all applicants and employees. In furtherance of that mission, we welcome and consider applications from all qualified candidates, regardless of their protected characteristics. If you have a disability or special need that requires accommodation, please complete the corresponding section in the application form.

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